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EMAC 2019 Annual Conference


Salesforce agility: The case of insurance services
(A2019-9794)

Published: May 28, 2019

AUTHORS

MARKOS TSOGAS, University of Piraeus; Gerasimos Bogris, University of Piraeus; Marina Kyriakou, University of Piraeus

KEYWORDS

Agility; Salesforce ; Insurance Market

ABSTRACT

The purpose of this study is to investigate the applicability of the construct of agility in the salesforce and to offer initial evidence on the performance implications of salesforce agility. The insurance sector was selected as it provides an adequate sample of experienced salespeople and objective data of success or failure in terms of new contracts earned and sales volume. The results indicate the existence of an agility scale which partially influences sales and performance. Agility is reaffirmed thus as an important construct in sales and vital skill in today’s ever changing environment.

REFERENCES

The publication of this paper has been partly supported by the University of Piraeus Research Center.